Institute of Sales Professionals
Promoting Professional Selling, Driving Business Growth.
We’re delighted to welcome Sæplast Americas as a corporate partner of the Institute of Sales Professionals (ISP)! With teams in Canada, USA, Mexico and South America, it’s a global leader in durable, reusable container solutions. Sæplast is known for setting the standard in food-safe, sustainable material handling and is now demonstrating that same commitment to excellence in … Read more
The professional response to sales training’s greatest challenge While the sales industry grapples with the sobering reality that 85-90% of training investment disappears within 120 days due to the combined impacts of the Hawthorne effect and Ebbinghaus’s forgetting curve, forward-thinking organisations are turning to professional development solutions that fundamentally restructure how salespeople learn, retain, and … Read more
Salespeople are from Mars. Sales Managers are from Venus The assumption that top-performing salespeople will naturally transition into effective sales managers is widespread in many organisations. However, this move often results in frustration for both the individual and the company. The skill sets required for sales success and sales management are distinctly different. While great … Read more
Unlocking optimum sales performance Sales is one of the most critical functions within any organisation, directly impacting revenue, customer relationships, and business growth. Yet, despite its importance, the sales profession has historically lacked the same formal structures and standards that exist in fields such as law, accounting, or medicine. Joining a recognised professional body for … Read more
We’re delighted to welcome Amazon Web Services (AWS) to the Institute of Sales Professionals (ISP)! By collaborating with ISP, AWS gains access to a range of benefits including our national and team-level dashboards, capability assessments, over 700 hours of curated CPD content, and opportunities to participate in masterclasses, webinars, events, and professional networking. Joining ISP … Read more
Professional sales skills development According to research, within just an hour, people forget about 50% of what they’ve learned. Within 24 hours, they forget 70% and by the end of 30 days, up to 90% of the knowledge is lost. These statistics apply to nearly all learning situations, sales training included. So why do businesses … Read more
Sales is one of the world’s oldest professions. That’s right, I called it a profession. It’s not a hobby, not just something people do or tolerate, it’s a skillset and a career path for many people throughout history. Dating back as far as humankind can document, we’ve always found the need to have a system … Read more
The UK Government’s recent announcement to remove funding for Level 7 apprenticeships for individuals aged 22 and over from January 2026 represents a profound misunderstanding of professional development needs and economic realities. As the Institute of Sales Professionals (ISP), we stand firmly opposed to this short-sighted policy that will undermine the very foundations of skills … Read more
In an era where sales complexity continues to accelerate and buyer expectations reach unprecedented heights, the path from individual contributor to sales leader has never been more challenging, or more critical to organisational success. This week, the Institute of Sales Professionals proudly announces a watershed moment in our industry: the launch of our enhanced Sales … Read more
The Power of Coaching: A culture shift that can unlock individual and team performance In today’s competitive market, the ability to unlock a person’s potential is a critical factor in driving business success. This principle is particularly vital for sales managers who have the same pressures to perform but are being asked to adapt their … Read more
In a landmark move for business education in the UK, Warwick Business School (WBS) has become the first business school to add a business sales module to its MBA course. Sales is the single most important activity as it brings in cash which is the lifeblood of any business. Yet until now, business schools have not … Read more
The Institute of Sales Professionals (ISP) is excited to announce the launch of its Virtual Sales Coach, designed to make it faster and easier for sales professionals to access the resources, articles and webinars they need to develop their skills and enhance their careers. Smarter search for a smarter sales profession The ISP library holds … Read more